Consultant, Channel Business Development

Ciena is committed to our people-first philosophy. Our teams enjoy a culture focused on prioritizing a personalized and flexible work environment that empowers an individual's passions, growth, wellbeing and belonging. We're a technology company that leads with our humanity-driving our business priorities alongside meaningful social, community, and societal impact.

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Why Ciena:

Achieve your ideal career at the forefront of innovation with Ciena. We know the importance of life outside of work, which is why our employees enjoy flexible paid time off and the freedom of working remotely. Ciena empowers our teams with competitive salaries and incentives, community volunteer programs, professional development resources, and support for our mental and physical health-all experienced within a diverse and inclusive culture. To put it simply, we're a technology company driven by our humanity.

How You Will Contribute:

Reporting to Senior Director Americas Channel, as a Consultant, Channel Business Development, you will be responsible for driving growth of target solutions with Ciena's Channel into Broadband Providers and Regional Service Providers across the USA. As an overlay Channel Business Development Consultant, you will be responsible to develop strong relationships across channel partner sales organizations, build joint GTM with partners on Ciena powered solutions, execute joint solution selling and enable teams within our channel partners to build funnel momentum with target solutions. As part of the Americas Channel team, you will continuously drive collaboration and alignment between internal and external teams to achieve your sales objectives with Ciena's channel.

• You will ensure that sales targets are achieved or exceeded.
• You will lead business development efforts to increase sales of Ciena's Route Switch & Broadband Solutions including Hardware, Software and Services.
• Your laser focus on sales strategy & execution, combined with your ability to maintain and expand opportunities in existing pipeline with the channel, will enable Ciena to maximize its revenue streams and margins in accordance with company expectations.
• You will build joint GTM with Ciena channel partners on Ciena powered solutions.
• You will identify and qualify new channel partners who can increase sales of target solutions.
• You will enable channel partner sales teams and execute joint solution sales to increase Partner Led sales of target solutions.
• You will lead aligning requirements from Ciena led prospects, to the most capable and competent partner to achieve outcomes for that customer.
• You will build trusted relationships and alignment across internal teams that include Channel Account Managers, Partner SEs, Account Managers, End Customer SE teams, Field Marketing, PLM and central functions.
• To build a strong pipeline, you will define, develop and plan sales strategies, work closely with the channel account manager and field marketing to raise awareness of Ciena and coach target channel partners sales teams on why Ciena.
• You will support pricing negotiations and conduct face to face channel meetings with partners and clients to achieve sales in line with Ciena pricing strategies and end customer requirements.
• You will be accountable for managing and reporting the business through such tools as Salesforce.com, meetings with leadership and cross-functional support teams along with weekly status/progress reports to demonstrate progress against objectives.

What Does Ciena Expect of You?

• Channel Sales Proficiency - you know how to effectively develop business and manage reselling through channel partners.
• Building Partnerships - you know how to build trusted and long-term partnerships to drive solution growth.
• Telecommunication & Broadband experience - you have experience in complex telecommunication technology sales with an understanding of the sales process and steps required to successfully sell into telecommunications providers.
• Strong Communicator able to be a Coach - you can effectively tailor a message and articulate a value proposition to increase confidence in channel partner sales teams in positioning target solutions.
• Collaborator - you possess the ability to lead, direct and drive collaboration between internal and partner teams towards sales outcomes.
• Agility - you are readily able to manage competing and ever-changing joint priorities and maintain a balanced and methodical approach to problem solving.
• Emotional Intelligence - You will be a team player with the emotional intelligence to work as an overlay across a matrixed sales organization.
• Business acumen - you have the knowledge to help channel partners build business cases & commercial justifications.
• Able to influence - you're capable of working with internal stakeholders to drive decision-making and strategic thinking, and with external stakeholders to influence the adoption of Ciena solutions.
• A commitment to learning - you keep up to date on market trends, channel eco-system changes and competitive landscape to find competitive advantage for Ciena.

The Must Haves:

• At least 8 years' experience in technology sales.
• Business or Science/Engineering degree in a technical field or equivalent experience.
• Experience selling with channel partners into the telecom industry.
• Proven experience in solution selling and the business acumen to demonstrate the business case on why Ciena.
• Be an effective communicator - strong written/verbal/visual/video/social skills.
• Knowledge of the broadband eco-system including Middle Mile, Last Mile Networks along with passive outside plant.
• Experience in channel business development of last mile access solutions an advantage.

The annual pay range for this position is $195,500 - $323,000.

The annual pay range for this position in California is $ 215,100 - $355,300.

Pay ranges at Ciena are designed to accommodate variations in knowledge, skills, experience, market conditions, and locations, reflecting our diverse products, industries, and lines of business. Please note that the pay range information provided in this posting pertains specifically to the primary location, which is the top location listed in case multiple locations are available.

Non-Sales employees may be eligible for a discretionary incentive bonus, while Sales employees may be eligible for a sales commission. In addition to competitive compensation, Ciena offers a comprehensive benefits package, including medical, dental, and vision plans, participation in 401(K) (USA) & DCPP (Canada) with company matching, Employee Stock Purchase Program (ESPP), Employee Assistance Program (EAP), company-paid holidays, paid sick leave, and vacation time. We also comply with all applicable laws regarding Paid Family Leave and other leaves of absence.

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